The Best Questions

What’s On My Mind Here’s some answers about questions. ​We talk a lot in our training about designing and asking great questions. ​It’s a big part of The Snowball System. See Chapter 7 — Turning Leads Into Clients. ​In that chapter, we cover our Gravitas Model, a great way of designing initial questions to ask prospects, […]

It’s My Birthday! (Playing The Long Game)

What’s On My Mind It’s my birthday today! (Good thing I write these a few days beforehand instead of getting up at 4 am, right?) ​I like birthdays. ​Birthdays are great times to pause and reflect. To be grateful. ​To connect with the people that matter most. ​To celebrate our annual progress. ​One thing I’m […]

Rewiring Your Brain: A Secret Roadmap

What’s On My Mind Last week’s article about my dad’s stroke connected with more people than any other I’ve ever written. Click HERE to see it on LinkedIn, and let’s connect while you’re there. ​First, an update on my dad. ​He’s progressing. More mobility, better speech, and improved facial control. ​He’s doing the work to recover. ​Second, […]

Getting Unstuck: A Foolproof Framework

What’s On My Mind Short viewpoint this week, and an important one. Here’s a simple way to get unstuck. ​Man, we have been busy at work lately. Tons of trainings. ​Global GrowBIG Training roll-outs. ​We’re doing some of the coolest work we’ve ever done. ​I love what we teach people. I love seeing how it […]

My Dad Had A Stroke

What’s On My Mind I got the call from my mom Sunday. ​She had just dropped dad off at the Emergency Room. Droopy left cheek. Trouble chewing. Slurring words. ​Not good. An ambulance was rushing him to a larger hospital. ​I rushed too, packing a bag and driving the hour to meet my mom at […]

New Relationship Course! Our Most Complete, Complimentary Training Ever

What’s On My Mind BOOM! ​We’ve been working all summer on something new. ​Something for you! ​We’ve got a new, 100% complimentary course. ​It’s our investment in your success. ​The topic? ​Relationships. ​And this course has the goods. Nine videos. Over two hours of new content. And handy worksheets to make implementation easy. ​You’ll learn:​ How […]

Old Science: And A New Perspective To Get You Clean Clear To Flag Town

What’s On My Mind Sometimes the old stuff gives us new insights. ​I was reviewing our database of behavioral science, neuroscience and psychology studies this week. ​Something caught my eye. ​Nobel prize winning researcher Daniel Kahneman wrote a paper in 1979 that blew people’s minds. (Science: here.) ​Old thinking: Many people thought that Utility Theory ruled. […]

Don’t Ask For The Business!

What’s On My Mind Buckle up. I’m going to vent. This week I’m talking about one of my biggest pet peeves. And more importantly, what to do about it! ​This is one thing that really gets my hackles up. ​It’s when some gets in your face and says… ​YOU NEED TO ASK FOR THE BUSINESS […]

Accountability Partners: Running Towards Success

What’s On My Mind An amazing client and friend of mine once told me a compelling story. ​If you want to make sure you do something, get an Accountability Partner. Someone to learn alongside. ​Someone to share your goals with—and ask you if you did them. ​Someone to get in your grill if you don’t–and […]

The Olympics: Winning The Gold In Business Development

What’s On My Mind I got to lead a great GrowBIG Training with an amazing group of top tier actuaries this week. ​​I know, as a former actuary, I’m biased.​ ​We were talking about the perfect metaphor for how to design client meetings. ​Something we can have in mind that’ll connect with everyone, all the the decision […]

Our Biggest Barrier: And What To Do About It

What’s On My Mind I stumbled across some new research today — and it’s compelling. Did you know we humans are exceptionally good at overestimating our abilities for skills we use often. Science here.​ I had seen research about our inflated self-assessments for things like driving, where most people give themselves an assessment of 7 out […]